Just because you know the rules doesn’t mean that you can
compete in the big leagues. Let’s take the recent bad-call-heard-round-the-world
during the Packers/Seahawks game. Are high school refs qualified to be reffing
professional football games? I have no
doubt that they are well-versed in the rules of the game, but they have no
experience working at the professional level.
It’s not their fault that they don’t have the experience, but it does not mean that we have to respect bad calls. Enterprise
selling is not that different. There are
over 13 million sales people in the US operating on many tiers. There is
no way that that 13 million people can compete at the enterprise sales level.
What makes an enterprise salesperson different?
1.
They have moved their way up the ranks selling
at all levels. In other words, they have experience.
2.
They have training. No one just gets to walk into any high level
sales job, one needs to have been taught methodologies to perform at the
highest level and prove they can meet and exceed their numbers time and time
again.
3.
They are able to see the forest through the trees. (Insert any analogy that relates
to big picture thinking.) They not only possess the interpersonal skills that
make them affable and trustworthy, but also they are able to understand how the
org puzzle fits. They are able to
connect the all of the data points that will drive more closes faster. They are able to use the tools that they have
at their disposal to scale their sales cycle, guiding their prospects to
closure.
4.
They not only react, but they anticipate. They see the big picture and they know how to use
the technology tools to navigate complex sales cycles.
5.
They possess
agility. When they know the deal is
not going down how it should be, they move quickly and bridge gaps. Not with a sense of urgency, but with calm
redirection. Think of a duck on a placid
lake: above the water they look calm and
confident and below the water their feet are moving at turbo speed to stay
afloat.
So want to play with the big kids? Arm yourself with the
tools and methodologies to take your sales skills to the next level.
To learn more about competing at the enterprise sales level,
check out our latest webinar that we are co-hosting with CustomerCentric
Selling®
To learn more, visit: www.ilantern.com
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